Practice Test Geeks(B2B) Business-to-Business Marketing certification Practice Test
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Lead Generation & Sales Enablement Flashcards

7 cards from real B2B practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Lead Generation & Sales Enablement flashcards as text

  1. What is the key difference between a 'lead' and a 'prospect' in B2B sales?

    Answer: A prospect has been qualified as a potential buyer while a lead has not yet been evaluated

    A lead is any contact in the database, while a prospect is a lead that has been qualified and determined to have genuine potential to become a customer.

  2. Which sales enablement metric measures how often reps actually use the content marketing provides?

    Answer: Content adoption rate

    Content adoption rate tracks the percentage of available sales content that reps actively use in their selling activities, revealing wasted content investment.

  3. What is the purpose of a 'discovery call' in B2B sales?

    Answer: To uncover the prospect's challenges, goals, and fit before advancing the deal

    A discovery call is designed to ask probing questions that reveal whether and how your solution addresses the prospect's specific situation and priorities.

  4. Which technique helps identify whether an outbound lead list is accurate and up to date?

    Answer: Data enrichment and verification using tools like ZoomInfo or Clearbit

    Data enrichment tools append and verify firmographic, technographic, and contact data to ensure outbound lists are accurate and current.

  5. In BANT qualification, what does the 'A' stand for?

    Answer: Authority

    In BANT (Budget, Authority, Need, Timeline), 'A' stands for Authority—confirming whether the contact has decision-making power for the purchase.

  6. What is 'sales intelligence' used for in B2B lead generation?

    Answer: Gathering data on prospects and accounts to inform targeted, timely outreach

    Sales intelligence platforms provide real-time data on company events, personnel changes, and buying signals that help reps prioritize and personalize outreach.

  7. Which approach best reduces lead drop-off between MQL and SQL stages?

    Answer: Improving lead scoring criteria to better reflect true sales-readiness

    Refining lead scoring so that only genuinely sales-ready leads are passed to the sales team reduces rejection rates and improves pipeline quality.